It’s been a year since Chris Voss, the former FBI hostage negotiator and author of Never Split the Difference, delivered his game-changing session at the last D2DCon on how to handle sales objections.

If you were there, we hope you applied his strategies to triple your closing rates, handle objections like a pro, and navigate tricky conversations. If you missed it, don’t worry—we’re unpacking the value he brought to the stage ahead of the upcoming D2DCon.

D2DCon isn’t just a conference; it’s a sales enablement conference that equips professionals with the skills, tools, and confidence to thrive in the ever-evolving world of direct sales.

Revisiting Chris Voss’s Lessons at D2DCon 7

Chris Voss’s negotiation framework revolves around understanding human behavior, managing emotions, and fostering trust. His techniques apply seamlessly to high-stakes FBI scenarios and everyday sales interactions, providing a roadmap for effective persuasion.

Here’s a comprehensive breakdown of the key takeaways from Voss’s address at D2DCon 7 based on his widely acclaimed MasterClass course, “The Art of Negotiation.”

Key Takeaways from Chris Voss

1. Flip the Script: Why “No” Is More Valuable Than “Yes”

One of the most surprising takeaways from Voss’s session was his emphasis on getting a prospect to say “no” instead of “yes.”

Why It Works:

• A “no” restores autonomy and makes prospects feel safe, disarming their natural resistance.
• It opens the door for honest communication, giving you a clearer path to closing the deal.

Example for Sales Reps:
Instead of asking, “Do you want to save money on your bills?” try, “Have you given up on saving money on your bills?” The difference may seem subtle, but the results speak for themselves.

👉 D2D Impact: Many attendees reported adopting this strategy and immediately seeing higher engagement with prospects.

2. Tactical Empathy: The Foundation of Influence

Voss’s approach to negotiation starts with empathy—not just understanding but actively demonstrating it.

Techniques to Try:

• Mirroring: Repeat the last few words your prospect says to show you’re listening.
• Labeling: Identify their emotions. For example, “It seems you’re concerned about the upfront cost.”

These simple yet powerful techniques build trust and make prospects feel heard—a crucial factor in sales.

3. Be Prepared: Master the First 7 Seconds

Voss reminded us that trust and competence are established within the first 7–10 seconds of interaction.

Practical Tips for Sales Reps:

• Ditch the canned pitch and focus on creating value from the outset.
• Open with clarity and purpose. For example, “Hi, I’m [Name], and I’m here to help you make the best decision today.”

4. The One-Line Follow-Up That Ends Ghosting

Prospects go silent—especially in direct sales. Voss’s simple yet powerful follow-up line is a game-changer:

“Have you given up on [objective]?”

This phrase respects the prospect’s autonomy while reigniting their interest. Many attendees shared stories of how this line brought cold leads back to life.

What Makes D2DCon the Best Direct Sales Conference?

The value of Chris Voss’s session wasn’t just in the content but in how D2DCon 7 provided a space for actionable learning, networking, and transformation. D2DCon isn’t just about sitting in on lectures; it’s about experiencing strategies you can take to the streets the next day.

1. Practical Takeaways: Like Voss’s, every session is designed to deliver actionable tactics you can implement immediately.
2. Elite Networking: Meet and connect with the best in the business—from top-performing reps to industry leaders.
3. Comprehensive Skill Building: Whether you’re a rookie or a seasoned pro, D2DCon covers every aspect of sales mastery, from objection handling to leadership development.
4. Diverse Industries: Solar, pest control, roofing, security—you name it, D2DCon brings professionals from every corner of direct sales.

Looking Ahead: D2DCon 2025

If D2DCon 7 was any indication, D2DCon 2025 promises to be even bigger, better, and more impactful. With a lineup of industry leaders, innovative training sessions, and cutting-edge strategies, it’s the event that every direct sales professional needs on their calendar.

What’s new for 2025?

• More interactive sessions to refine your skills in real time.
• Expanded networking opportunities to connect with peers and mentors.
• New speakers bring fresh perspectives and proven strategies.

Don’t Just Take Our Word for It

D2DCon isn’t just one of the best direct sales conferences because of big names like Chris Voss. It’s because attendees walk away with real, measurable results.

Here’s what 2024 attendees said about their experience:

• “Chris Voss’s session completely changed how I approach objections. My closing rate jumped 15% in just two months.”
• “The networking alone was worth the trip. I left with partnerships that doubled my business leads.”
• “I thought I knew everything about sales. D2DCon humbled me—in the best way possible!”

Make 2025 Your Best Sales Year Yet

If you’re ready to sharpen your skills, build connections, and dominate your market, D2DCon 2025 is the place to be. Don’t let another year go by without investing in your growth.

📅 When: January 2025

📍 Where: Salt Lake City, Utah